Description

If you're an engineer, architect, advisor, or consultant, chances are at some point in your career you'll need to learn how to develop new business. 

On this episode, Mark explains how experts and firms can create a "sales competency matrix" that helps firms identify and then build competence in specific areas. He does this by mapping 6 sales competencies across 5 levels of master:

6 Sales Competencies:

1. Behaviors and Mindset
2. The Sales Process
3. Sales Planning
4. Practice, Industry, and Client Knowledge
5. Prospecting
6. Pricing and Value

5 Levels of Mastery:

1. 知る / To know of or to have heard the concepts
2. 分かる / To know and really understand the concepts
3. 出来る / To be able to do on your own very well
4. やりつける / To do continuously very well over time (and show improvement)
5. 教える / To be able to do and to teach it well to others

Read more in this blog post by Mark:
https://www.wainwrightinsight.com/six-sales-competencies-for-professionals/

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